Manager/ Director, Sales Development

Runway is hiring its first Sales Development leader to build and scale its founding BDR organization. The role combines team leadership with designing AI-first prospecting systems, outbound strategies, and enterprise opportunity-generation workflows.

Responsibilities:

• Lead, mentor, and grow Runway’s founding BDR team, creating a high-performance culture centered around curiosity, experimentation, and continuous improvement
• Build the systems, processes, and infrastructure that power a modern AI-first sales development organization
• Define how AI tooling, automation, and human creativity work together across outbound prospecting, research, personalization, and pipeline generation
• Turn product usage signals, API activity, and inbound demand into scalable enterprise opportunity generation workflows
• Develop highly targeted, vertical-specific outbound motions aligned to Runway’s evolving use cases and customer needs
• Continuously test and refine messaging, sequencing, workflows, and enablement programs to improve team effectiveness
• Partner closely with Sales, Marketing, Creative, and RevOps to shape ICP strategy, lead routing, and overall GTM execution
• Work alongside sales leadership to help define and scale Runway’s enterprise sales motion

Requirements:

• 5+ years of experience in sales, growth, or GTM leadership roles
• Experience managing and developing high-performing SDR/ BDR teams
• Strong systems-thinking mindset with experience building outbound processes and operational infrastructure from the ground up
• Deep interest in AI-native workflows and a strong point of view on how AI will reshape modern prospecting and sales development
• Experience operating in product-led, usage-based, or highly technical GTM environments
• Highly analytical and data-driven, with the ability to use insights to drive strategy and execution
• Comfortable operating in fast-moving, ambiguous environments and excited to experiment and iterate quickly
• Strong communicator and cross-functional collaborator with a builder mentality